ScranTone Is a Paper Mill and Supplier Serving the Upper

question 29

Multiple Choice

ScranTone is a paper mill and supplier serving the Upper Midwest. Since the commercial paper market is saturated, the only room for growth is to expand existing accounts or to win over competitors' accounts. Kevin Salazar is a sales representative who has gotten another meeting with the purchasing agent for the copy centers at a large university system. The purchasing agent has been buying from ScranTone's main competitor for three years. Kevin met with the purchasing agent two months ago but was unable to make a sale.
-Why would Kevin Salazar most likely meet with the purchasing agent again after being denied a sale?

• A)Kevin's sales manager requires that he use a canned presentation.
• B)Kevin needs to meet a quota of sales presentations for the month.
• C)The competition offers an inferior product to Kevin's company.
• D)The previous presentation focused too much on customer needs.
• E)Kevin wants to show a strong commitment to getting the buyer's business.

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Definitions:

Oral Media

Media content that is delivered and consumed through spoken word, such as podcasts or radio.

Visual Media

Forms of communication that use visual elements, such as images, videos, or graphics, to convey information or messages.

Skeptical Audience

A group of people who are inclined to doubt or question the validity of information presented to them.

Hostile Audience

A group of listeners or spectators that is antagonistic or unfavorably disposed towards the speaker or the message being conveyed.